How to Engage and Sell to the Department of Energy

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Carl Coe, Chief of Staff for the US Secretary of Energy. Carl shares his impressive career journey, from his initial sales role at PTC to his current influential government position. The conversation covers the urgency of addressing the United States' power capacity, the role of nuclear and renewable energy, and the intricate relationship between DOE and industry leaders. Carl also speaks about the pivotal role of the national labs, the impact of outdated IT systems, and the strategic use of AI in regulatory processes. The discussion highlights the importance of mission-driven work, the critical race against China in AI and energy, and the transformative changes needed in both government operations and the education system to support the future workforce.

ADDITIONAL RESOURCES

Connect with Carl Coe: https://www.linkedin.com/in/carl-coe-912b82/

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:17] Carl Coe's Career Journey
[00:05:58] Lessons from PTC and Beyond
[00:15:32] Transition to Government Role
[00:19:43] Challenges and Achievements at DOE
[00:30:05] Modernization and Opportunities in Government IT
[00:30:53] AI's Role in Streamlining Regulations
[00:31:49] The Power Capacity Challenge
[00:32:25] Strategies to Increase Power Capacity
[00:36:05] Incentives for Diverse Energy Sources
[00:37:46] Reviving the Nuclear Industry
[00:39:00] The Importance of Trade Skills
[00:43:33] Engaging with the Department of Energy
[00:44:28] Technological Innovations and DOE's Role
[00:51:45] Procurement and Efficiency Initiatives
[00:55:01] Cybersecurity and Grid Protection

HIGHLIGHT QUOTES

[00:05:30] "Think big, be incredibly urgent. Don't take no for an answer. Outwork, out-hustle, outcompete."
[00:13:20] Key lesson: Extreme competitiveness and knowing your product, customer, and problem are essential for success.
[00:21:58] "Lose the small battles, win the big ones. Get fired up about the big stuff."
[00:24:12] "Many more deposits than withdrawals—help people advance so when you ask for something, they're happy to do it."
[00:27:50] "Mission is everything. All parties need to know what the mission is and that everyone is in it for the right reasons."
[00:32:54] "You can't skip steps. You gotta know what problem your customer's trying to solve and build champions around it."
[00:38:16] "Urgency—it's about urgency, not for us, but for the country. It's a race. We've got to win. There's no choice."

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